The Boat Trip Case

This course will help you be a better negotiator. Unlike many negotiation courses, we develop a framework for analyzing and shaping negotiations. This framework will allow you to make principled arguments that persuade others. It will allow you to see beneath the surface of apparent conflicts to uncover the underlying interests. You will leave the course better able to predict, interpret, and shape the behavior of those you face in competitive situations.
In this course, you will have several opportunities to negotiate with other students using case studies based on common situations in business and in life. You can get feedback on your performance and compare what you did to how others approached the same scenario. The cases also provide a setting to discuss a wide-ranging set of topics including preparing for a negotiation, making ultimatums, avoiding regret, expanding the pie, and dealing with someone who has a very different perspective on the world. Advanced topics include negotiating when you have no power, negotiating over email, and the role of gender differences in negotiation. To close out the course, we will hear insights from three negotiation experts: Linda Babcock, Herb Cohen, and John McCall MacBain. Enjoy.

RL

Very enlightening course. Loved the material and the way it was given. Learned a lot from the cases were asked to do. Highly recommended for improvement in the workplace as well as personal life!

LM

Jun 02, 2017

Filled StarFilled StarFilled StarFilled StarFilled Star

A chance to learn a great deal about the theory of negotiation alongside the chance to put this into practice through negotiating with peers. Challenging material, but pitched at a fair level.

从本节课中

Outpsider Case

Our second case study is more difficult. Here each party has some hidden information to which the other is not privy. Much like real life, neither party has enough information to figure out a solution on his or her own. Sharing and revealing information thus becomes a critical part of the negotiation. What should each party share? What should they keep to themselves? This case provides an opportunity to discuss critical questions around revealing information, along with some negotiation tactics: who should make the first offer, what the first offer should look like, and how you should respond to threats.

教学方

Barry Nalebuff

Milton Steinbach Professor

脚本

The next video you're going to see, is a case that's very similar to outsider, but not exactly the same. The numbers are the same, but the situation is different. We have a couple that wants to sell a gas station, they've been working at this gas station for years, and they've been working way too hard, 7 days a week, 16 hour days. They are just exhausted and one of them is on the edge of a breakdown. Their life ambition, is to travel around the world on a sail boat and in fact they've already bought a boat and made a down payment but they don't have enough money to make the rest of it. Moreover, they sold their house and were living in an attic above somebody's garage, so the situation's pretty dire. They need to sell this place quickly. The buyer, loves the two of them as employees thinks they're great managers, loves the station. But has no idea about the other factors at play. The other problem here, is that the buyer has a hard limit of $470,000. But the seller, they think they need 480,000 in order to be able to afford the boat. So what's gonna happen?